I have a few ways of doing this, but I've seen a big uptick in good prospects suddenly going dark. What are your best ways to get them back on track?
BlueJays2591
Best ways to get a prospect back after going dark
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Are your sales long cycle or quicker?
Most of mine are dark for the holidays - I’ve connected to confirm we will be in touch in January once they started to get sluggish in response. In all these cases, though, I’m early in the cycle.
Where are they in the cycle for you, and have you had the same thing happen last year at this time?
Most of mine are dark for the holidays - I’ve connected to confirm we will be in touch in January once they started to get sluggish in response. In all these cases, though, I’m early in the cycle.
Where are they in the cycle for you, and have you had the same thing happen last year at this time?
Quicker cycles (6-9 weeks). I'm at a new company that's very young so the data just isn't there. But it's mid cycle, after good conversations. Just went completely dark out of nowhere. Strange
It seems like a lot of it may be the time of year. Whether or not they started out with good intentions to get something done, the holidays/FY planning all caught up. Maybe requesting a low risk response (haven't heard from you for a while, would it be best to pick this up after the holidays?) could shake a few loose.
You are “in town” a certain week if you can travel. If not, find a case study that’s very relevant and send it there way.
I remind them about our conversation and ask them straight to spare 10 sec off their time to respond as I am in the dark and I don’t to overwhelm their inbox.
provide insights that are shifting, changing headwinds/tailwinds in their industry and marketplace. Be a genuine source of re-checking with them on how their business is progressing during these times. Resync with them --more than just touching base.
You need to open them again, but with something new. Got an article that just came out on what you sell? How about some news about a competitor buying something similar to your product? Anything that shows the need to the company as way to reopen the conversation.
Show up to their office with some baked goods (or some other small gift). If they're not there, leave your card with the gift and make sure to follow up asap with an email letting them know you stopped by.
What if you ask for meetings by saying your first availability is the week of Jan x?
I've just been throwing out blind calendar invites saying if it doesn't work for them, feel free to move to a time that does. Has a decent success rate
The ole Chris Voss email has worked pretty well for me. Subject line; Have you given up on this project? Body; Client,
Did you decide to go away from x?
I typically get a response saying yes, or that they were just sidetracked.
Did you decide to go away from x?
I typically get a response saying yes, or that they were just sidetracked.
I like this a lot. I'll start to use it. Appreciate it!
And just keep it that simple. You'll be surprised how well it works.
Are you clients meeting in person or is it mainly virtual?
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